Red Star Kim

FEBRUARY 8, 2024

Our target markets span large and small businesses; private, public sector and not for profit sectors; centralised and decentralised buying processes; procurement and user-led purchasing behaviour. An HBR article offered a similar matrix with costs to serve vs willingness-to-pay. There are many articles on both of these topics.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Hubspot Sales

AUGUST 19, 2018

They bring in all stakeholders before negotiation starts. Are there other procurement process requirements that will require input from you? They bring in all stakeholders before negotiation starts. Check out this article on Six Ways to Bring Stalled Deals Back from the Dead. They know when to ask for the business.

Negotiation 128

Negotiation Procurement Stakeholders Decision-making 128

Hubspot Sales

MAY 30, 2019

Stage 5 : Negotiate and Close. They might also share relevant research or other articles that take a closer look at the state and future of online education. Knowledgeable customers make their selection and negotiate. Skilled salespeople will have already involved procurement prior to this stage.

Procurement 108

Procurement Negotiation Sales Leadership Sales 108

Account Management Skills

JANUARY 11, 2022

He specialises in helping agency leaders and their teams negotiate more profitably. I’ve had it on my shelf for a few years now and it becomes a reference guide for negotiating. Negotiating to become more profitable, have better relationships, increased pricing, which some agencies are not very good at. So Chris, welcome.

Client Relationships 52

Client Relationships Profitability Procurement Negotiation 52

Hubspot Sales

NOVEMBER 27, 2017

You’re likely dealing with a buying committee of three to five people -- who will need sign-off from the executives, board, Procurement, and/or Legal before the deal officially closes. You should also ask your champion or main contact for access to Procurement relatively early in the process. If yes, can we please have a copy?”.

Procurement 95

Procurement Decision-making Negotiation Value Proposition 95

QYMATIX

NOVEMBER 23, 2021

In this article, we show you three typical mistakes in handling data in B2B sales and how you can do it better. or “For which products/customers do my sales representative have more room for manoeuvre in pricing negotiations?”. Companies should not waste their capacities on error-prone and time-consuming data procurement measures.

B2B 52

B2B Management Artificial Intelligence Sales Analytics 52

PandaDoc

NOVEMBER 25, 2022

Read this article to discover how the solution-selling methodology fares now, how top performers adapt it to modern times, and where to learn more about this approach. Procurement departments are better at determining the company’s needs. However, since its founding, a lot has changed. Solution selling methodology in a nutshell.

Procurement 52

Procurement e-Learning Publishing Decision-making 52

Peter Simoons

MAY 8, 2022

CEO studies conducted by consultancy companies have emphasised this interest and in a recent article, David Tierno, CGI’s Vice President of Strategic Alliances, shared key insights on the growing importance of strategic alliances across sectors. Dealing with them was generally undertaken by the procurement department.

Leadership 10

Leadership Suppliers Procurement Negotiation 10

SBI

NOVEMBER 7, 2019

Resources All White Paper Awards & Recognition Blog Article Brief Case Studies eBook ebooks & Guides Funding & Acquisitions Guide Industry News Infographic Interview Podcasts Report Resources Video Video Reviews Webinars. Blog Article. Blog Article. Blog Article. Blog Article. Blog Article.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20